Negotiating While Black

Abstract

With America’s increasing multicultural population and some purported beliefs that we have approached a post-racial society, the ability to recognize that race still matters is an important factor in negotiations. This paper attempts to capture and describe as much of the key literature and cases as recently as of July 2015 that identify the unique experiences for black persons in negotiation. The paper uses a workplace hypothetical and aspects of critical race analysis regarding covering and stereotype threat to make some suggestions to address these challenges especially in salary negotiations.